27. Cl
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Four Beliefs that Kill Trust
Change Your Beliefs
27
28. Identify Your Best Opportunities
30%
60%
10%
Commodity Work - Low Price Determines
Bet the Company They Hire the Best
Real Opportunity
28
35. What Questions to Ask
“I can always tell how
experienced and
insightful a prospective ...
lawyer is by the quality of
their questions and how
intently they listen. That’s
how simple it is.”
35
36. What Questions to Ask
S ituation Questions
P roblem Questions
I
mplication Questions
Need Payoff Questions
36
37. How to Gain Rapport
Likeability and
Charisma
37
45. Making the Sale
DO
Gain Trust and
Rapport, Ask
Questions and
Listen
45
46. Making the Sale
DO
Ask or Tell Your
Client You Want
to Help Them
46
47. Making the Sale
“But if you’re selling any
kind of professional
services, or most anything
over a few hundred
dollars--the better you get
at closing, the less you
sell! Oh well, at least you
get shot down faster!”
-Charles H. Green
Don’t Always Be Closing 47
48. How to Ask for Business/
Closing the Sale
Cordell M. Parvin
http://www.cordellparvin.com
48